Responsibilities or duties

In this role, the incumbent will be responsible for developing and executing channel strategies to grow market share, improve product visibility and achieve sales targets within the modern trade channel.

KEY RESPONSIBILITIES

Channel Strategy and Business Growth: Develop and implement channel strategies to drive revenue growth, profitability, market share and sales targets within the modern trade channel, while identifying new business opportunities and market trends to strengthen the OTC footprint.

Merchandising and Trade Execution: Ensure the availability, visibility and proper merchandising of products across all supermarket outlets. Collaborate with marketing and category teams to optimize in-store execution and brand presence.

Team Leadership and Performance Management: Provide leadership in excellence, customer engagement, merchandising and compliance. Foster a high-performing, collaborative and customer-centric sales culture.

Data Analytics and Market Intelligence Reporting: Analyze sales performance data and prepare weekly, monthly and quarterly sales reports. Provide accurate sales forecasts and demand projections to support supply chain planning. Gather and share market intelligence on competitor activity, product performance, customer trends and pricing movements.

Key Account and Relationship Management: Build and maintain strong relationships with supermarket chains, minimarts, petro-marts, distributors and key decision-makers. Negotiate trading terms, product listings, pricing, shelf placements, promotional activities and visibility agreements.

Account Planning: Create and execute tailored account plans and promotional strategies, negotiate winning joint business plans with key stakeholders, and oversee their implementation.

Qualifications or requirements 

QUALIFICATIONS & EXPERIENCE

Experience needed

A minimum of 5 years of experience in FMCG sales, with at least 2 years of experience in a supervisory or channel management role.

Any other provided details (e.g., benefits, work environment, team info, or additional notes)

We are looking to fill the position of Channel Manager – OTC Supermarket within our Consumer Health business unit. The ideal candidate should have strong experience in key account management and FMCG channel sales management, with a proven ability to drive revenue growth, lead high-performing sales teams and strengthen key retail partnerships across the supermarket channel.

• Develop and implement channel strategies to drive revenue growth, profitability, market share and sales targets within the modern trade channel, while identifying new business opportunities and market trends to strengthen the OTC footprint.
• Ensure the availability, visibility and proper merchandising of products across all supermarket outlets. Collaborate with marketing and category teams to optimize in-store execution and brand presence.
• Provide leadership in excellence, customer engagement, merchandising and compliance. Foster a high-performing, collaborative and customer-centric sales culture.
• Analyze sales performance data and prepare weekly, monthly and quarterly sales reports. Provide accurate sales forecasts and demand projections to support supply chain planning. Gather and share market intelligence on competitor activity, product performance, customer trends and pricing movements.
• Build and maintain strong relationships with supermarket chains, minimarts, petro-marts, distributors and key decision-makers. Negotiate trading terms, product listings, pricing, shelf placements, promotional activities and visibility agreements.
• Create and execute tailored account plans and promotional strategies, negotiate winning joint business plans with key stakeholders, and oversee their implementation.

• Key account management
• FMCG channel sales management
• Revenue growth
• Sales team leadership
• Retail partnership strengthening
• Channel strategy development and execution
• Merchandising and trade execution
• Team leadership and performance management
• Data analytics and market intelligence reporting
• Key account and relationship management
• Negotiation skills
• Account planning
• Leadership skills
• Coaching skills
• Analytical skills
• Reporting capabilities

• Bachelor’s Degree in Sales & Marketing, Business Administration or a related field.
• Previous experience in Key Account Management or Modern Trade Channels.
• A minimum of 5 years of experience in FMCG sales, with at least 2 years of experience in a supervisory or channel management role.
• Proven track record in achieving sales targets, driving business growth and managing teams.
• Excellent leadership, negotiation, coaching and relationship management skills.
• Strong analytical and reporting capabilities, with proficiency in sales performance analysis and data-driven decision-making.